US National Account Director, GPO’s, Govt, Apexus, Civica
Scorpion Therapeutics, New York, New York, us, 10261
Role Summary
The National Account Director is responsible for positioning Pfizer Injectables and Biosimilar’s portfolio to achieve business objectives by increasing product acceptance and sales through the development of business partnerships, problem resolution, and customer service with key executives of assigned customers, which may include Group Purchasing Organizations nationally and regionally. Other targeted customers may include DOD, Civica, Apexus, etc. These entities interact with both Integrated Delivery Hospitals and pharmaceutical wholesalers, distributors, specialty distributors, and other trading partners in the United States. The role requires a high-level working knowledge of GPO and/or government operational functions with sole, dual, or multisource awards in the United States for both the Sterile Injectables and Biosimilars Market for Oncology and Inflammation and Immunology. The Director will support Portfolio, Pricing and Operations teams, and sales force strategies, including advocating, evaluating and executing contracts and developing contract strategies across the product portfolio for all customer classes of trade. The Director will assist in evaluating opportunities for product alliances, strategies, and alternate site marketing for their members.
Responsibilities
Position Pfizer Generic Sterile Injectables and Biosimilars portfolio to achieve revenue and business objectives by developing and growing partnerships and increasing sales through negotiating prices and contracts with GPOs and similar customers across multiple classes of trade, including national, regional, and specialty GPOs; assist customers in achieving their business goals.
Participate in strategic aspects of the business with sales strategy development, customer initiative identification, and colleague training and assistance (contracts, COT strategies) as well as other duties.
Provide input to contract strategy development and implementation; provide contract intelligence and new strategies; assist Account Directors in targeted contract strategies for key accounts.
Present, persuade, and sell Pfizer Injectables and Biosimilar products to customers with alternative marketplace options; structure and present profitability packages and programs.
Direct the activities and resources of Pfizer Biosimilars and Pfizer Generic Sterile Injectables shared services to maximize launch sales, market share, portfolio penetration, and price realization.
Administer evolving sales programs (rebates, allowances, etc.) for Pfizer Injectables and Biosimilars portfolios; maintain communication between Pfizer Hospital and customers to support marketing efforts.
Contribute to long-range planning and enhance the organization’s ability to respond to market changes.
Create and implement strategic business plans for major accounts in line with portfolio goals; coordinate project and contract implementation to optimize awards across sole, dual, or multisource arrangements.
Provide market activity insight to Pfizer Hospital and serve as a resource on policies, procedures, and programs for national and regional accounts.
Supply current information to help establish pricing strategies, coordinate product availability, negotiate contracts, and work with Trade teams to ensure proper stocking and sales to prevent supply issues.
Collaborate with Product Portfolio management to align forecasts with market share opportunities; engage with colleagues involved in forecasting.
Inform customers about new or existing products and planned promotional activities to provide lead-time for response.
Serve as a liaison between Pfizer internal service providers and customers in day-to-day operations.
Offer competitive intelligence on trends and competitors in the generic marketplace to Pfizer Hospital management.
Structure pricing and rebate terms for customers in line with SOPs, laws, contracts, and distribution capabilities.
Qualifications
BS or BA degree or equivalent experience.
Eight years of success in business and account management; experience with wholesale, distributor, and national accounts.
Demonstrated leadership and accountability with attention to customer needs and process requirements.
Detailed understanding of the pharmaceutical industry, GPOs and classes of trade, especially the multisource injectables marketplace; working knowledge of the healthcare industry.
Experience in pricing and contracts negotiations.
Ability to follow up with customer requests and address issues promptly.
Knowledge of contracts and chargebacks and related systems.
Strong interpersonal and communication skills; ability to build and maintain trustworthy relationships with diverse stakeholders.
Valid US driver’s license and driving record in compliance with company standards; any DUI/DWI or impaired driving citation within the past 7 years will disqualify.
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Responsibilities
Position Pfizer Generic Sterile Injectables and Biosimilars portfolio to achieve revenue and business objectives by developing and growing partnerships and increasing sales through negotiating prices and contracts with GPOs and similar customers across multiple classes of trade, including national, regional, and specialty GPOs; assist customers in achieving their business goals.
Participate in strategic aspects of the business with sales strategy development, customer initiative identification, and colleague training and assistance (contracts, COT strategies) as well as other duties.
Provide input to contract strategy development and implementation; provide contract intelligence and new strategies; assist Account Directors in targeted contract strategies for key accounts.
Present, persuade, and sell Pfizer Injectables and Biosimilar products to customers with alternative marketplace options; structure and present profitability packages and programs.
Direct the activities and resources of Pfizer Biosimilars and Pfizer Generic Sterile Injectables shared services to maximize launch sales, market share, portfolio penetration, and price realization.
Administer evolving sales programs (rebates, allowances, etc.) for Pfizer Injectables and Biosimilars portfolios; maintain communication between Pfizer Hospital and customers to support marketing efforts.
Contribute to long-range planning and enhance the organization’s ability to respond to market changes.
Create and implement strategic business plans for major accounts in line with portfolio goals; coordinate project and contract implementation to optimize awards across sole, dual, or multisource arrangements.
Provide market activity insight to Pfizer Hospital and serve as a resource on policies, procedures, and programs for national and regional accounts.
Supply current information to help establish pricing strategies, coordinate product availability, negotiate contracts, and work with Trade teams to ensure proper stocking and sales to prevent supply issues.
Collaborate with Product Portfolio management to align forecasts with market share opportunities; engage with colleagues involved in forecasting.
Inform customers about new or existing products and planned promotional activities to provide lead-time for response.
Serve as a liaison between Pfizer internal service providers and customers in day-to-day operations.
Offer competitive intelligence on trends and competitors in the generic marketplace to Pfizer Hospital management.
Structure pricing and rebate terms for customers in line with SOPs, laws, contracts, and distribution capabilities.
Qualifications
BS or BA degree or equivalent experience.
Eight years of success in business and account management; experience with wholesale, distributor, and national accounts.
Demonstrated leadership and accountability with attention to customer needs and process requirements.
Detailed understanding of the pharmaceutical industry, GPOs and classes of trade, especially the multisource injectables marketplace; working knowledge of the healthcare industry.
Experience in pricing and contracts negotiations.
Ability to follow up with customer requests and address issues promptly.
Knowledge of contracts and chargebacks and related systems.
Strong interpersonal and communication skills; ability to build and maintain trustworthy relationships with diverse stakeholders.
Valid US driver’s license and driving record in compliance with company standards; any DUI/DWI or impaired driving citation within the past 7 years will disqualify.
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